About the role
Who we are At Picnic, we’re reinventing the way employees experience lunch at work. By partnering with top local restaurants and batching hundreds of orders, we make it easy for companies to offer high-quality, individually packed meals, without fees or tips. Our mission is to create a seamless, affordable, and joyful lunch experience that
benefits both employees and employers.
About
the Role Picnic has central teams that handle restaurant partnerships and account management at scale. The City Growth Lead exists to bridge those central teams and the street reality of your city — and to own growth. This is not a pure sales role, but growth is the job. You will close new accounts when warm leads come your way (with SDR support on prospecting), prospect your own leads when SDR support is limited, drive expansion within existing customers, visit locations to increase order volume, and run local marketing events that put Picnic on the map. You are expected to bring in new logos and grow the ones we already have — whichever path creates more Picnic growth in your city on any given week. On top of that, you are the field intelligence layer that makes our central teams smarter. You know which buildings are worth targeting, what the pickup experience actually feels like at noon in a 40-story tower, and what cuisines will or will not work given the office types in your market. You are the reason we make better decisions from HQ. What you’ll do New Business and Close Wins SDRs support initial prospecting outreach. Your job is to take warm leads and get them to yes. Map and prioritize office opportunities across your city, tracking building types, employee count, density, and decision maker access Own deals from first meeting through close and beyond: discovery, pitch, proposal, signature, and beyond to onboarding, ensuring a great first picnic lunch. Work with SDRs on territory prioritization and help shape outreach targeting based on your on-the-ground knowledge of the market Run a consultative sales process: understand what each company needs and show them how Picnic fits Account Expansion (in Partnership with the National Accounts Team) The National Accounts team owns day-to-day customer relationships, support tickets, and issue resolution. Your role is to drive growth on top of that foundation. Visit existing Picnic locations to understand the on-the-ground experience: what is working, what is not, and what would make employees order more Identify and drive expansion within existing accounts: additional offices, more dining slots, higher participation from employees who have not ordered yet Partner with the National Accounts team to share field observations and flag accounts with growth potential or churn risk Turn happy customers and office admins into referral sources for new buildings and companies Restaurant Selection Intelligence Partner with the central restaurant team on cuisine selection for your market, taking into account that most Picnic locations are inside large office facilities or towers with specific logistical and operational constraints Bring back local demand signals from the field: which cuisines are underrepresented, what employees in your city actually want, and what works operationally given the building types you are seeing Local Marketing and Community Plan and run grassroots marketing: flyering, pop-ups, office samplings, POC happy hours, and admin appreciation events Build a robust Picnic community across social, industry channels, and in-person activations Capture competitor moves, building trends, and employee behavior insights and bring them back to the central team What we’re looking for 2 or more years in a growth, sales, business development, partnerships, or account expansion role Bachelor’s from a top university Proven ability to run a deal from first meeting through close — you are comfortable owning the full sales motion Demonstrable experience building and maintaining professional relationships Strong communicator, comfortable with executives, building managers, office admins, and community leaders alike Highly organized: able to juggle a live pipeline, field visits, marketing activations, and outreach at the same time Comfortable with data: Google Sheets, dashboards, and basic funnel metrics should not slow you down Self-starter who does not wait to be told what to do